GDA's Pipeline Generation Coaching

...Focused Initiatives to Build Quota Pipeline Coverage

Growth Development Associates, Inc.’s (GDA) Pipeline Generation Coaching has produced very large and continuous pipeline for account teams around the world for companies like GE, Hewlett-Packard, Marconi and others. Consider:

• Do you have double or triple the opportunities it takes to make quota this month, this quarter, and this year?
• Do you get enough sole-sourced follow-on business to guarantee your business year?
• Does your company enjoy the largest company-wide rollout projects from the largest customers?
• Can you penetrate competitively dominated business areas within your key accounts?
• Is your company’s products and services platform the educational model from which your customer makes decisions?

GDA’s Pipeline Generation Coaching...Featuring 12 weeks of bi-weekly, GDA facilitated conference calls to coach field pipeline implementation

This twelve-week implementation includes a structured, GDA facilitated series of conference calls resulting in over 5x the pipeline coverage of your assigned quota; new high-level customer executive contacts; super huge deals sponsored by customer executives and piloted for company-wide roll-out; sole-sourced deals to close within a few days in existing and competitive departments; mindshare dominance of all targeted executives and management influencers; and GDA coaching every two weeks. The framework for GDA’s Pipeline Generation Coaching program is as follows:

Call GDA at 800-966-4321 for more about Pipeline Generation Coaching

GDA’s Pipeline Generation Coaching is the field implementation initiative for GDA’s Preferred Partner and should be combined to ensure the effective implementation of strategic account management and business development programs

Frequently Asked Questions

1. How do you know that conference call coaching sessions will have the desired results? Where has GDA done this before? The most dramatic example of GDA facilitated conference call coaching was recently implemented for Thomson FindLaw. Going into the fourth quarter of 2004, FindLaw was predicting a significant revenue shortfall. After intense sales training provided by Growth Development Associates, they decided to further reinforce this training with GDA facilitated, bi-weekly coaching sessions open to their entire sales force. These conference calls were well attended throughout the quarter and resulted in quota attainment for FindLaw regions that had previously anticipated failure. Testimonials from FindLaw account mangers are available upon request.
2. Most of your other training is done face-to-face. Why is this one done by conference call? These conference calls are not intended to provide new skills. These sessions are intended to help implement the sales calls that have already been planned in the Preferred Partner workshop to close business and initiate new opportunities in the field. GDA hopes will strategize with the account manager on live opportunities. The conference call format allows GDA to share stories and strategies across organizational geographies in real time, offering maximum benefit to the customer.
3. What is the magic of a pipeline-generated sale? The Pipeline Generation Workshop will find business opportunities that would have surely been overlooked or ignored otherwise. It will uncover the mega-projects that will make career milestones. It will also provide the short term solutions that can make up current gaps in quota attainment. The workshop will include some reminders that are so simple, sales people will use them over and over. Other tactics will guide participants to higher levels of executive decision-makers and initiate super-large opportunities.
4. How time-consuming will this pipeline process be for our sales force? Will it really be worth it? Without question. These are not overlaid “time-consuming” activities. These activities represent the essence of the job if it is done correctly. The return for successfully implementing these activities should be larger average deals, existing and new deals closed in shorter time frames, executive level contacts never before obtained, higher margins from reduced discounting and dramatically healthier pipelines.

Companion Product

GDA’s Preferred Partner is the logical prerequisite to Pipeline Generation Coaching. Preferred Partner provides the classroom instruction typically needed to achieve complete sales and management buy-in. In-class modules feature highly interactive tactical methodologies, group discussion and workshops.